Dan Tudor

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Controversy Swirls Around College Coach Recruiting Rape SuspectMonday, May 29th, 2006

 

 

 

Bob Huggins, the new men’s basketball coach at Kansas State, is no stranger to controversy following a drunk driving charge and his departure from the University of Cincinnati.  Now, some of that controversy is spilling over to his recruiting efforts.

He’s involved in a new recruiting controversy, as it is reported that he is recruiting a player that is under investigation for rape.  Read all about it and make up your own mind.

Veteran Track Coach Recruiting, Teaching With His MindMonday, May 29th, 2006

Rick McGuire has lesson after lesson that he seems to pass along in this great article on the Missouri track coach. 

After 20+ year career as a coach, psychology professor and mentor to hundreds of Missou athletes, McGuire shares his insights on recruiting, coaching and the way he thinks coaches these days should mold student-athletes.

Great article, great coach, great lessons for any coach who wants a long, successful career. 

 

BOOK EXCERPT: Knowing What to Ask, and When to Ask ItMonday, May 29th, 2006

When you have an interested prospect who has agreed to consider your college and your offer, asking the right questions – at the right time – can make or break your chances of signing the athlete.

In our new recruiting how-to guide, "Selling for Coaches", author and sales trainer Dan Tudor gives a great tip on improving the way you ask your prospect questions:

Write down a list of 5 to 10 probing open-ended questions for each type of contact that you make.
Open-ended questions for phone calls.  E-mails.  Text messages.  Questions to ask if they visit your campus.  Questions to ask when you visit their home.  Make sure you ask open ended, thought-provoking questions that enable you to get inside the head of your prospect.  Know what to ask your prospects.
Equally important is knowing when to ask those questions.  That’s part of the reason why I help my clients come up with good questions to ask in every situation.  Know what to ask, and when to ask it, is crucial to successful selling.
However, you also need to have sensitivity as to the right questions at different points in the recruiting process.  For instance, you wouldn’t introduce yourself for the first time to a new prospect and then, in the next breath, ask them to commit to your program.  That would be foolish.  It’s not the right time for that question.  That’s an extreme example I offer you to show you the importance of asking questions at the right time in the recruiting process.  Doing so promotes a smooth continuation of the sales process.

Timing is key when it comes to effective questioning.  Ask the right questions, and the right time, and you’ll out-gun your competition for the recruits you really want almost every time.

For more tips, techniques and insightful training, order your copy of Selling for Coaches today. 

The Secret to Recruiting With E-MailMonday, May 29th, 2006

E-mail communication between college coaches and the athletes they recruit is growing steadily, and is quickly becoming the preferred method of communication (in addition to instant messaging and text messaging).

E-mailing, in my view, as an advantage over instant messaging and text messaging.  With instant messaging and text messaging, it has the greatest impact when it’s "live" and the receipient is getting it the moment it is sent.  So that’s one hurdle that coaches have to clear to make those two mediums really effective. 

With e-mail, the whole concept is built around "read it when it’s convenient for you".  Your prospect picks up your e-mail message two days after you sent it?  No big deal…that happens all the time, right?  However, if you take the same basic message and send it in a text message that isn’t read until two days after it was sent, and it doesn’t carry the same impact.  That medium, as with instant messaging, is built for immediate "live" interaction.  E-mail, on the other hand, is an "at your convenience" medium.

So, now that we have that established, the big question is: How can you effectively recruiting using e-mail?  I’ll give you four tips that I guarantee will improve your e-mail response from your prospects… 

New Group Aims to Clean-up Recruiting CombinesTuesday, May 23rd, 2006

 

 

 

They call themselves "the athletic version of the SAT’s".  They are NATS, the National Athletic Testing System, and they are trying to erase the shady dealings and inconsistencies associated with a lot of recruiting combines around the country.

Their supporters say it’s about time, and hope it will provide some consistency to the process of grading and testing athletes.  And, they hope to do it in an ethical, affordable manner.

Read more on NATS by clicking here.

BadJocks.com: They’re Waiting For You to Slip-Up, CoachTuesday, May 23rd, 2006

A hazing scandal at Northwestern.  The Duke lacrosse investigation.  An assortment of other college hazing incidents, high school sports scandals, and assorted instances of coaches acting badly.

It’s all a part of BadJocks.com, a kind of National Enquirer for college sports online.  If there is a scandal at a college, and the pictures to back it up, they’ll chronicle the events.  Here’s a sample of what’s posted about one ACC women’s volleyball team. 

Here’s the point coach.  You should be scared.  Really scared.  And, you should sit down and make sure every athlete in your program understands what can happen to them, their reputation and the reputation of your program.  All it takes is a few drinks and someone with a digital camera.

The impact of this story for your team?  You’re the best person to answer that.  But if it were me in your position, I’d make every athlete on my team understand what can happen when they allow themselves to lose control of how they present themselves to the public.  If it happens – and it only takes one time – it can bring down your program, and end your coaching career.

BOOK EXCERPT: Knowing Why You Ask Certain QuestionsMonday, May 22nd, 2006

In the new book, "Selling for Coaches", author and trainer Dan Tudor talks about being prepared for the recruiting visit with your prospect.  One way to be prepared?  Knowing why you are asking certain questions.  Here’s an excerpt from the book, with additional thoughts on the topic from Dan Tudor: 

Knowing why you ask certain questions.  Mainly, what will the question do to move the sales process forward?  Because that’s the only reason you should be asking questions in the first place.  If you aren’t asking questions with a specific goal or reason in mind, you’re wasting time.  Your time and the prospect’s time.  Your prospect doesn’t know what questions to ask you, and – as you’ve probably noticed – doesn’t take the initiative very often in asking serious questions.  They’re waiting for you to do that.  So, do it.  And have a reason for doing it.

In fact, its perfectly fine to tell the prospect why you are asking a question.  “I’d like to find out if our campus would be a good fit for you.  Do you like the idea of a large university setting for your college career?  And, if so, why is that?”  There are literally hundreds of questions along this line that you could ask a prospect.  Telling them why you’re asking it gives them the feeling that you are organized, smart and – most importantly – including the athlete in your process of determining if they are a good fit or not.

  • Another great question to ask:  "If you could design the perfect coach to play under at college, what would they be like?"  Sound corny?  Not at all.  In fact, this will give you some great insights into what they like in a coach, and how you can connect those traints with the qualities that you and/or your coaching staff have.  Remember, the questions you ask are all about connect you with your prospect, and connecting their needs and dreams with the benefits that you can offer. 

More than 150 great tips and techniques are yours for the taking in the new book, "Selling for Coaches".  It’s only $19.95, plus shipping and handling.  If you ask us, we’ll tell you to buy it.  But that’s just us.

The Dangers of Rattling-Off Benefits to Your ProspectsMonday, May 22nd, 2006

College coaches, like many sales professionals, love to list reasons why their program is "better" than everyone else’s.  Better stadium, better schedule, better tradition, better weight room, better city, better degrees.

Sales people are the same way.  They love to rattle off the many benefits of their product or service.  They’re usually trained to do so when they begin work for their company.  The company, you see, is very proud of their benefits and bragging points.  And so, like many college coaches, they like to make sure their customers/prospects know about the benefits and falsely believe that those same prospects will be so impressed with the list of benefits that they won’t be able to help themselves, and will buy the product or service immediately.

Here’s the problem with that line of thinking…

Book Excerpt: “Ask For the Sale, Coach”Monday, May 15th, 2006

"Asking for the sale" in the business world is the key to success (and employment!). Things aren’t that much different in the college coaching world: If you don’t "ask for the sale" when you’re recruiting the athlete, you won’t be signing many prospects…and that will certainly lead to unemployment, coach.

So how to you go about "asking for the sale"?  It’s one of Dan Tudor’s "Ten Big Mistakes Coaches Make When They’re Recruiting" and it’s a featured topic in the just published book, "Selling for Coaches".  Here’s an excerpt on the topic from the book:

As a coach, you have the same goal as the business person: Get the sale.  Some coaches may use threats to get the sale:  “We’ll need you to give us a yes or no by Wednesday or else the scholarship is off the table.” 
Not very professional.  Of course, if you haven’t done any of the previous eight things we’ve talked about in the book, a threat is pretty much your only option.  However, if you’ve built trust, gained an understanding of the athlete’s needs and have successfully addressed any objections that were raised, the next logical step is to ask for the sale. 
 But wait, there’s more…

 

Pressure Packed May for College RecruitersMonday, May 15th, 2006

So much for the lazy days of summer when it comes to college recruiting.  The month of May, once a nice time to get out and see a few prospects that you would seriously begin recruiting a few months later, is now the time when many coaches are off and running at full speed ahead. 

May has turned into prime recruiting time.

Most coaches, like Florida’s football coach Urban Meyer, are busy tracking prospects and selling them on their program.  But, according to Florida Today, he’d doesn’t necessarily like the recent upswing in recruiting activity:

Meyer said he’d prefer to wait until December, "after we get to see them play high school football, get to know their families, spend time with them, and make sure they fit the puzzle. But you’ve got to take what you’ve got to take at certain times, especially when they’re a very good player.

Read the whole article by clicking here (unless you need to fire off a round of text messages to your recruit in the next few minutes!)

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